Alliances Partner Sales - Telecom Media & Technology
Partner Sales Lead- USA (Remote- Anywhere in USA)
Tredence is building a partner-centric growth business unit to collaborate with key strategic channel partners and drive the company's growth. This unit focuses specifically on Tredence's strategic partnership with Databricks.
We are seeking dynamic and enthusiastic Growth Sales Lead to take on channel sales-specific roles, leveraging partner ecosystems to expand Tredence's market footprint in North America. The ideal candidate will be passionate about cloud-based data technologies, adept at developing and managing channel strategies, and skilled in building strong relationships with partners such as Databricks, Snowflake, and hyperscalers.
You will work across Tredence's Practices, Verticals, and internal/external stakeholders to drive a unified strategy, ensuring Tredence maintains its status as a top Databricks partner.
Key Responsibilities
Sales Execution & Growth
- Direct Revenue Generation: Drive regional and vertical-specific channel business growth. This includes lead generation, deal qualification, solution-led selling, and closing deals to meet or exceed personal and unit revenue targets.
- Pipeline Management: Forecast and track channel-driven revenue, maintain a healthy sales funnel, and drive existing account farming and new logo acquisition.
- Co-Selling: Actively engage with Databricks counterparts to identify and pursue co-selling opportunities.
- Channel Strategy: Develop and execute channel sales strategies in collaboration with key partners. Identify and prioritize channel opportunities to drive joint revenue growth and market share.
Alliances & Partnership Development
- Relationship Management: Build and maintain strategic relationships with Databricks executives, alliance teams, PSM, GTM, Product, and field engineering organizations to enhance Tredence's visibility and influence within the partner ecosystem.
- Partner Ranking: Strategically manage and grow the Partner ranking score through certifications, competencies, and successful project deliveries.
- Evangelism: Engage and evangelize Tredence's capabilities at every opportunity, serving as the face of the partnership.
Growth Marketing Oversight
- Brand Visibility: Guide the Marketing team to strengthen brand visibility through co-marketing initiatives, partner success stories, and PR/communications.
- Demand Generation: Oversee the creation of joint campaigns that drive demand generation, utilizing shared resources for targeted marketing efforts.
- Events Strategy: Oversee the planning and execution of all format events (i.e. Data and AI Summit, World Tours, webinars, and roundtables), ensuring effective lead sourcing and nurturing.
Technology & Solution Enablement
- Field CTO Alignment: Leverage the Field CTO team to embed technical differentiation in GTM strategies and build an ecosystem of ISV partnerships that enable Tredence to differentiate.
- Solution Design: Collaborate with Tredence's practice and delivery teams to design channel-specific solutions tailored to client needs.
- Certifications: Shepherd technical certifications and bring new competencies to market.
Competencies & Qualifications
- Experience: 12-15 years of experience, with at least 5 years in Channel Sales, Strategic Alliances, or GTM leadership roles within the Data & AI domain.
- Player-Coach Mindset: Proven ability to balance high-level strategic planning and team management with hands-on sales execution and revenue generation.
- Ecosystem Knowledge: Deep understanding of the Databricks ecosystem, as well as surrounding players like AWS, Azure, and Google Cloud.
- Leadership: Experience managing cross-functional teams (Sales, Marketing, Technical) without necessarily having them all as direct HR reports (matrix management excellence).
- Sales Expertise: Expertise in the data-to-insight value chain (Data Integration, BI, Advanced Analytics, GenAI) and a track record of scaling sales portfolios through channel ecosystems.
- Communication: Exceptional communication skills with the ability to influence C-level executives and key decision-makers within Databricks and client organizations.
- Operational Rigor: Strong analytical skills for forecasting, JBP management, and pipeline tracking.
- Entrepreneurial Spirit: A mindset focused on innovation, collaboration, and rapid execution.
Location: Remote, with 25-50% flexibility to travel as required